【摘要】：在電信行業(yè)競(jìng)爭(zhēng)如此激烈的今天,任何一個(gè)客戶群體都是運(yùn)營(yíng)商爭(zhēng)取的目標(biāo),對(duì)中國聯(lián)通來說,這些與集團(tuán)簽訂相關(guān)協(xié)議的政府機(jī)構(gòu)、企事業(yè)單位、社會(huì)團(tuán)體及其下屬機(jī)構(gòu),以集體的名義使用中國聯(lián)通產(chǎn)品的客戶,統(tǒng)稱為集團(tuán)客戶,隨著電信行業(yè)的進(jìn)一步發(fā)展,運(yùn)營(yíng)商之間集團(tuán)客戶的爭(zhēng)奪將會(huì)進(jìn)入白熱化的階段,為了能夠更好的對(duì)集團(tuán)客戶的銷售行為進(jìn)行管理,尋找更多的商機(jī),并且配備更好的資源來完成銷售的動(dòng)作,中國聯(lián)通集團(tuán)決定進(jìn)行集團(tuán)客戶銷售管理系統(tǒng)的建設(shè)。中國聯(lián)通集團(tuán)客戶銷售管理系統(tǒng)使用具有高擴(kuò)展性與高可維護(hù)性的B/S架構(gòu)來進(jìn)行建設(shè),架構(gòu)設(shè)計(jì)的過程中,主要考慮的因素是系統(tǒng)的穩(wěn)定性與可靠性,因此選用了業(yè)界公認(rèn)的已經(jīng)經(jīng)過較長(zhǎng)時(shí)間驗(yàn)證的甲骨文公司的產(chǎn)品來進(jìn)行建設(shè),在數(shù)據(jù)庫的選型上,選用了oracle數(shù)據(jù)庫,在應(yīng)用服務(wù)器的選擇上,選用了性能較高,安全性較高的weblogic產(chǎn)品,并且在系統(tǒng)部署時(shí),在應(yīng)用服務(wù)器之上部署了四層交換設(shè)備F5,通過這種方式,從技術(shù)上完成了中國聯(lián)通集團(tuán)客戶銷售管理系統(tǒng)的建設(shè)。中國聯(lián)通集團(tuán)客戶銷售管理系統(tǒng)在功能上主要是實(shí)現(xiàn)了對(duì)集團(tuán)客戶銷售全過程的管理,從功能上來說,系統(tǒng)一共包含了四個(gè)核心模塊,分別是銷售商機(jī)管理,銷售項(xiàng)目管理,銷售合同管理,與銷售業(yè)務(wù)受理。其中銷售商機(jī)管理是對(duì)集團(tuán)通過各種渠道得到各類商機(jī)線索進(jìn)行管理,并跟蹤這些商機(jī)的追蹤情況；銷售項(xiàng)目管理則是在商機(jī)確定后,根據(jù)商機(jī)的內(nèi)容進(jìn)行銷售項(xiàng)目的立項(xiàng),并進(jìn)行銷售項(xiàng)目的管理；銷售合同管理是在銷售項(xiàng)目進(jìn)行到一定的階段,簽訂合同,并對(duì)合同的信息進(jìn)行管理；銷售業(yè)務(wù)辦理則是對(duì)集團(tuán)客戶在系統(tǒng)中訂購中國聯(lián)通的產(chǎn)品,并開戶的業(yè)務(wù)過程進(jìn)行管理。通過中國聯(lián)通集團(tuán)客戶銷售管理系統(tǒng)的建設(shè),將聯(lián)通集團(tuán)原來零散的,無序的集團(tuán)客戶銷售業(yè)務(wù)進(jìn)行了流程上的統(tǒng)一,數(shù)據(jù)模型的科學(xué)整合,從而能夠在集團(tuán)的層面上對(duì)銷售進(jìn)行統(tǒng)一的管理,提高集團(tuán)客戶銷售業(yè)務(wù)的水平。
[Abstract]:In today's fierce competition in the telecommunications industry, any customer group is the goal of the operators. For China Unicom, these government agencies, enterprises and institutions, social organizations and their subordinate agencies that sign relevant agreements with the group, Customers who collectively use China Unicom's products in the collective name are collectively called group customers. With the further development of the telecommunications industry, the competition among operators for group customers will enter a hot stage. In order to better manage the sales behavior of the group customers, find more business opportunities, and equip better resources to complete the sales action, China Unicom Group decided to build a sales management system for the group customers. The customer sales management system of China Unicom Group uses a high expansibility and high maintainability B / S architecture for construction. In the process of architecture design, the main consideration is the stability and reliability of the system. Therefore, the industry recognized the Oracle company's products that have been verified for a long time to build, in the database selection, select the oracle database, in the application server selection, choose a higher performance, the choice of the database type, the selection of the application server, the selection of the application server, Weblogic products with high security and four-layer switching equipment F5 are deployed on the application server when the system is deployed. Through this way, the construction of the customer sales management system of China Unicom Group is accomplished technically. The customer sales management system of China Unicom Group mainly realizes the management of the whole sales process of the group customers. From the function point of view, the system consists of four core modules, namely, sales opportunity management and sales project management. Sales contract management, sales business acceptance. Among them, sales opportunity management is to manage all kinds of business opportunities clues through various channels, and to track the tracking of these business opportunities; The sales project management is after the business opportunity is determined, according to the business opportunity content to carry on the sale item establishment, and carries on the sale item management; Sales contract management is in the sales project to a certain stage, sign the contract, and contract information management; The sales business is to order China Unicom's products in the system and manage the business process of opening an account. Through the construction of the customer sales management system of China Unicom Group, the original scattered and disordered group customer sales business of Unicom Group has been unified in the process and the data model has been scientifically integrated. So as to be able to carry on the unified management to the sales at the group level, improve the level of the sales business of the group customers.
【學(xué)位授予單位】：山東大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2015
【分類號(hào)】：TP311.52

【引證文獻(xiàn)】

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